Regional Sales Manager

POSITION SUMMARY

The RSM position is responsible for the promotion and selling of DriSteem products directly and through assigned independent sales representatives. The RSM will promote products and services directly to all customer bases, including independent representatives, engineering firms, design/build firms, mechanical contractors and occasionally end users (building owners and facility management personnel), with a heavy emphasis on driving engineering support toward our products and respective Sales Rep office locations. Position will also support post-sale situations when required, focusing on delivering targeted expansion of profitable revenues, which are aligned with corporate objectives and policies.

SALES PROCESSES AND PLANNING

  • Develop Sales Representative relationships based on a consultative sales approach.
  • Develop and execute Sales Representative Account Management Plans. Forecast to address year-end sales by quarter to identify major opportunities and competitive threats.
  • Actively plan monthly travels to the opportunities and needed support, while maintaining a fluid, but rotating Rep travel schedule to adequately service all Rep offices in Region.
  • Monitor Sales Representative network and recommend corrective actions relative to marketing strategies and effective territory management.
  • Manage continuous pipeline of projects using Zoho analytics tool.
  • Support Reps directly and appropriately delegating/leveraging Inside Sales and Technical Support.
  • Focus on business-to-business consultations and Rep development via technical training and project support.
  • Coordinate efforts with other Regional Sales Managers, OEM Channel Manager, Marketing and Director of Sales in major sales strategies and DriSteem branding.
  • Manage pricing multiplier requests.
  • Attend any regional and national trade shows, as specified by Director of Sales, Americas.
  • Proactively provide relevant departments with competitive insight to develop and enhance product features.
  • Ability to travel 60%.

CUSTOMER BASE PROMOTION RESPONSIBILITIES

  • Develop and deliver promotional presentations to engineering firms, design/build firms, mechanical contractors, and end users.
  • Educate and promote selection software (DriCalc) to engineering community and Rep Agencies.
  • Assist engineers, mechanical contractors, and Sales Reps in product selection and application.
  • Follow up on vertical market leads generated by marketing or other sources.
  • Assist tech services with post sale situations to resolve field issues.

GENERAL RESPONSIBILITIES

  • Update organization on industry trends including competition, vertical market opportunities, economic conditions, and industry news.
  • Attend required training to maintain sales acumen capabilities for continuous development.
  • Comply with all company safety and health rules, policies and promote safe work practices.
  • Ensure compliance with departmental guidelines and company standards.
  • Work cross functionally on implementation and integration of product launches and training programs.
  • Demonstrate expertise in the DriSteem advantage to overcome competitive pressures. Maintain awareness of competitors, their capabilities, prices, and sales/marketing strategies.
  • Participate and lead training in product knowledge and DriCalc software.
  • Work independently with minimal direction.
  • Represent DRI-STEEM in a positive and ethical manner following all company policies.
  • Travel via commercial airlines, navigate airport terminals and operate typical rental car.
  • Business travel typically equates to 60% of the month or more.
  • Performs related work as apparent or assigned.

EXPERIENCE

  • Bachelor’s Degree in Sales or Mechanical Engineering will be given strong preference in consideration, or equivalent related experience at a previous employer.
  • Preference of a minimum of 4 years of technical sales experience in HVAC mechanical or temperature control products with experience in acquiring and developing manufacturer representatives, but will consider less experience if the talent, technical aptitude, and documented sales results can be proven.

ADDITIONAL SKILLS

  • Effective communication, verbally and in writing, to a wide variety of customers, company personnel, and others.
  • Demonstrate experience of analytical, administrative, and organizational skills.
  • Competence in MSOffice Suite; specifically; Outlook, Word, Excel, and PowerPoint.
  • Strong technical, organizational and detail orientation skills.
  • Works well in cross-functional team environment and collaborate effectively with all levels of the organization.
  • High degree of initiative, creativity, and problem-solving skills.
  • Work well with complexity, multiple priorities, and time-based project management.
  • Active sense of urgency and a strong “hands-on” work ethic.
  • Excellent PowerPoint presentation skills.
  • Intermediate level of experience with Zoho Projects and Analytics a plus.

A GREAT PLACE TO WORK FOR ALL!

At DriSteem, our employees are our most important resource. That’s why we offer comprehensive benefits and unique perks. 

We care about your health by providing… 

  • A comprehensive health insurance plan 
  • Dental and vision insurance 
  • Flexible spending account 
  • A progressive wellness program for you and your spouse (including incentives) 

We care about your well-being by providing… 

  • PTO and holiday pay 
  • Flexible work schedule 
  • Dress for the day (casual dress code) 
  • Free coffee and popcorn 
  • Employee discounts from our parent company – Aprilaire products 
  • Cell phone discount

We care when you need it most by providing… 

  • Company-sponsored short- and long-term disability plans 
  • Employee assistance program 
  • Identity theft protection 
  • Bereavement pay 

We care about your financial wellness by providing… 

  • 401(k) with company match and generous profit sharing
  • Free use of Spectrum Advisors – Financial Planning
  • Three types of life insurance coverage 
  • Scholarship awards 

We care about your growth by providing… 

  • Tuition reimbursement program 
  • Learning and development opportunities 

We care about our community by… 

  • Giving back to a local charity through fundraising 

Qualified candidates may send a resume to Human Resources, 14949 Technology Drive, Eden Prairie, MN 55344 or email recruiting@DriSteem.com.  Fax:  952-229-3202.

EOE